The Real Reason Sales Techniques Fail, According to Jeb Blount

In a recent LinkedIn post, Jeb Blount discusses a common reason why individuals, particularly in sales, abandon new techniques before they have a chance to succeed. Blount argues that the perceived failure of a method is often not due to the technique itself, but rather the user’s inability to persevere through the initial discomfort of learning and practicing it.

Blount highlights a recurring sentiment he encounters from individuals who have tried new approaches. He states:

I’ve lost count of how many times someone has told me, “Jeb, I read the book. I tried it. It didn’t work.”

The Crucial Role of Persistence in Skill Acquisition

Jeb Blount emphasizes that the critical factor separating success from failure in adopting new skills is not the inherent effectiveness of the technique, but the duration of one’s commitment to mastering it. He contends that many individuals fall short because they are unwilling to tolerate the inherent discomfort that accompanies the learning curve.

According to Blount, the initial phase of learning any new skill or technique, especially in high-stakes fields like sales, requires pushing beyond one’s comfort zone. This period of discomfort is where true learning and adaptation occur. Blount points out:

Most people fail because they won’t stay uncomfortable long enough to get good at it.

This suggests that the perceived ineffectiveness of a technique is often a symptom of insufficient practice and a premature cessation of effort. Blount’s analysis implies that the true test of a technique lies not in its immediate results, but in the user’s dedication to consistent application and refinement.

Understanding and Overcoming the Urge to Quit

Blount’s insights suggest a need for a mindset shift among those seeking to improve their skills. Instead of viewing discomfort as a sign of failure, it should be recognized as an indicator of progress and an essential part of the development process.

He elaborates on this in his post, indicating that the path to proficiency is paved with deliberate practice, even when it feels challenging. As Jeb Blount notes, the key is to push past the initial resistance:

In this week’s Money Monday, I break down why this keeps happening and how to push past it.

This framing encourages individuals to re-evaluate their expectations and their commitment levels when implementing new strategies. It’s not about finding the ‘perfect’ technique, but about developing the resilience to see a chosen technique through to mastery. By understanding that discomfort is a temporary, albeit necessary, phase, individuals can better equip themselves to achieve long-term success.